Strategic Customer Engagements Deal Structurer GDSP

Do you have an aptitude for analyzing opportunities and creating innovative business deals Do you enjoy working at the intersection of customers and product/service teams to develop commercial outcomes while building consensus across stakeholder groups

Strategic Customer Engagements (SCE) is seeking a senior individual for the Deal Team to focus on commercial innovation for our newest and fastest growing cloud services. You will partner in the critical phases of the Deal Cycle (Strategy Structuring Negotiations and Closure) and be specifically responsible for helping understand and qualify the desired business outcomes for the development of the deal structure. You will consult to the internal AWS service teams on developing commercial business models that can be monetized at scale and in a way that aligns customer outcomes and service team goals.

The ideal candidate will have customer facing experience and have an interest in digging into technology use cases be a proven collaborator across multiple stakeholders and have a business lens that enables them to distill complex scenarios down to their essentials.

Strategy: Partner with broader sales teams to set objectives analyze key data and ensure alignment with technology service teams. The individual will be able to provide advice on the competitive situation and create an actionable strategy.

Structure: You will be specifically responsible for designing the right deal structure for AWS services sold as standalone deals or in conjunction with a broader crossservice deal structure in a way that meets the desired business objectives addresses competitive considerations and maximizes the value of the opportunity. This may include analysis of the historical purchasing patterns of the customer balancing the goals of the customer and AWS and striking the right bargain.

Negotiations: Experience with customer negotiations focused on the commercial aspects of the deal structure. The individual understands the impact of business terms and pricing and provides alternative solutions.

Closure: Will be able to partner in bringing to contractual closure the confirmed deal structure and framework.

Key job responsibilities
Act as trusted advisor and thought leader in the development of the commercial deal structure.
Partner with the Deal Lead in the of the sales cycle (strategy structuring negotiation and closure) for strategic complex or highly competitive opportunities.
Consult with and influence internal stakeholders experts and other resources not under direct control helping to remove obstacles and aiming goal achievement.
Facilitate alignment and effective communication within the AWS sales/partner team and external key partners/customers and promptly resolve any conflict to encourage harmonious and productive interaction.
Cultivate best practices through analysis and reporting in support of continuous improvement.
Work with key internal stakeholders (e.g. operations legal etc. as needed.

About the team
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the qualifications and skills listed in the job description we encourage candidates to apply. If your career is just starting hasnt followed a traditional path or includes alternative experiences dont let it stop you from applying.

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Inclusive Team Culture
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Work/Life Balance
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Advanced degree or equivalent relevant experience in Cloud Software technology industry
Direct field experience in working on mega deals with large customers
Technical acumen to understand AWS service features and value proposition
Analytical skills including ability to work with large sets of data in excel

Successful track record of driving adoption of new and disruptive technologies
Experience working inside a product or service team

Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.

IDE statement:
Amazon is committed to a diverse and inclusive workplace. Amazon is an equal opportunity employer and does not discriminate on the basis of race national origin gender gender identity sexual orientation disability age or other legally protected attributes.

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process including support for the interview or onboarding process please visit for more information. If the country/region youre applying in isnt listed please contact your Recruiting Partner.